IAIN COOK
Waterways VIC,Australia
Summary
I am a driven and highly capable professional who embraces challenges, takes accountability for outcomes and makes clear, considered decisions that add value. I bring a strong and proven history of brand leadership and effective customer relationship management.
Overview
33
33
years of professional experience
Work History
National Sales Manager - Hardware
Laminex
11.2023 - Current
- Responsibilities:
- Management of national hardware field sales team
- Achieving hardware divisional annual budget targets
- Management of all national hardware buying groups including TTHG, Natbuild, Bunnings and HBT
- Negotiation of national agreements, customer agreements, pricing, product ranging & general customer relations.
- Achievements
- Current FY26 on track to exceed plan (on all metrics) by between 8-14%.
- Strong team culture backed by strong employee promoter score (ENPS) 80% plus for last three surveys.
- All major customers retained and share of wallet with top customers has increased. Largest customer SOW being 85%
- Laminex is a leading Australian manufacturer of decorative surfaces and engineered wood products. Laminex designs and manufactures products for residential, commercial, and architectural applications, including laminates, decorative cabinetry panels, particleboard, MDF and wall & ceiling systems.
National Key Account Manager
Laminex
05.2021 - 11.2023
- Responsibilities:
- Management of all national hardware buying groups including TTHG, Natbuild, Bunnings and HBT
- Negotiation of national agreements, customer agreements, pricing, product ranging & general customer relations
- Assist, guide and coach hardware Account Managers with managing accounts and improve SOW & Sales development
- Achievements
- Maintained and re-signed all key buying group supply agreements with minimal to no change to net terms
- Implemented and managed growth strategies for key state and national based groups. Results include sales growth rates of between 10% to 90% for a series of customers
- Laminex is a leading Australian manufacturer of decorative surfaces and engineered wood products. Laminex designs and manufactures products for residential, commercial, and architectural applications, including laminates, decorative cabinetry panels, particleboard, MDF and wall & ceiling systems.
Residential Segment Manager
Fletcher Insulation
09.2016 - 05.2021
- Responsibilities:
- Account Management of the Supply & Fit Victorian segment, the largest portfolio in the country.
- Negotiation of distributor contracts, pricing, product range & general customer relations.
- Promoted to Residential Segment Manager with additional responsibility of managerial control of Victorian residential segment.
- Achievements
- Drove net sales growth of segment by 53% over a period of four financial years.
- Current financial year growth on track for 14% growth on last financial year.
- Assisted in manufacture of material for customer fulfilment during fourteen week strike in 2017.
- Fletcher Insulation is a key manufacturer and distributor of insulation products to the Australian construction market. The key focus for the business is the manufacturer of glasswool insulation & woven wall wrap products.
Territory Manager
James Hardie Building Products
03.2011 - 09.2016
- Responsibilities:
- Account Management of Eastern Victorian distribution customer network valued at over $29 million.
- Negotiation of distributor contracts, pricing, product range & general customer relations.
- Assist distribution customers with demand generation for James Hardie products.
- Achievements
- Assisted in achieving a 6% sales volume increase in a market that decreased by 15%.
- Grown customer/distributor network by 5% in the past 12 months.
- James Hardie is a market leading manufacturer of building materials that specialises in the manufacture and distribution of fibre cement products to the global building marketplace.
Owner/Sales Manager
Zirkus Marketing Pty Ltd
01.2003 - 03.2011
- Responsibilities:
- Client liaison, management and strategy development.
- Management of outsourced business elements including graphic design, printing, government departments and legal services.
- Management of administration responsibilities & staff development.
- Achievements
- Increased sales over promotion period by 10% for Coles Dairy & Chilled Categories.
- Increased sales volume of Berri’s Australian Fresh by 5% over promotional period.
- Zirkus Marketing Pty Ltd is a sales & marketing consultancy responsible for the design, implementation and management of business strategies tailored to meet the specific requirements of its client companies. The core business direction is on the creation and execution of sales promotion programmes that strengthen the sales & brand positions of the client’s products. Current clients include Coles Supermarkets, Haymes Paints, Berri Limited, Basile Imports & McCormick Foods amongst others.
Marketing Executive (part time)
Pacific Brands Pty. Ltd.
07.2002 - 12.2002
- Responsibilities:
- General marketing assignments including store inspections, planogram reviews, retailer pricing comparisons and administration duties.
- Pacific Brands is a leading manufacturer and distributor of bed furnishings in the Australian marketplace. Brands include Tontine, Bonds Home, Sleepmaker, Sheridan and numerous home brands.
Marketing Assistant
Riviana Foods Pty Ltd
10.2000 - 06.2002
- Responsibilities:
- New product development and sourcing in conjunction with the Group Product Manager.
- Development and implementation of the corporation’s marketing plan in conjunction with the Group Product Manager.
- Supplier relations to ensure a new product’s labelling, shipping and inventory requirements meet statutory requirements of the Australian market.
- The development and release of new product launch material to the national sales team.
- The operational management of the corporation’s P.O.S material.
- Skills Development
- Accomplishments included the redesign and repositioning of the Admiral label, strong working relationships with many foreign suppliers, assisting with the development of the Always Fresh advertising campaign and the development of a product from concept to a finished product.
- Riviana Foods is a medium sized company, which specialises in the marketing of international FMCG food products such as pickled vegetables, canned fruit / vegetables, olive oil and Indian cooking products, for sale under the corporation’s brands to the Australian retail and foodservice markets.
Sales Support Officer
Telstra “On Air”
08.2000 - 09.2000
- Responsible for sales and market information collection and analysis for the department.
- Provide customer service support for the department’s client base.
- The “On Air” department of Telstra is a premier distributor and supporting network for the Telstra MobileNet mobile phone network. The department is responsible for the expansion, management and support of regional and national MobileNet dealership accounts.
Product Manager
Coats Spencer Crafts Pty Ltd
03.1999 - 07.2000
- Responsibilities:
- The management of all export operations, sales, order processing and new sales initiatives.
- The management of the crochet cotton and sewing thread categories. Tasks included NPD, budgeting, forecasting and new sales initiatives.
- For the operational management of promotional activity for all categories.
- Obtained a strong understanding of commercial shipping procedures and protocol.
- Developed strong customer relations with export customers leading to a budget surplus.
- Developed a detailed understanding of the computer software program SAP.
- Coats Spencer Crafts is a leading multinational in the sale, manufacture and marketing of handknitting yarns and handicraft kits for the craft, clothing and retail markets.
Industrial Attachment Trainee
Dragoco Asia Pacific. Pte. Ltd.Singapore
06.1993 - 01.1995
- Formulated an understanding of commercial food creation and customer relations.
- Experienced and developed inter – departmental skills and relations.
- Developed skills in food evaluation and testing.
- Understood the product development process from creation to fruition.
- Dragoco is a leading multinational company in the field of aroma chemical manufacture and their sale to the food and cosmetic / toiletry industries. Dragoco provides its industrial partners with specifically created food and / or fragrance creations, which are incorporated into the supplier’s final retail products.
Education
Bachelor of Economics -
Monash University
01-1998
Bachelor of Arts - undefined
Monash University
01-1998
International Baccalaureate Diploma - undefined
United World College of South East Asia
01-1994
G.C.S.E. ‘O’ levels - undefined
United World College of South East Asia
01-1992
Skills
- Logical and disciplined approach to both brand and business development (tactically/strategically)
- Able to make clear and astute assessments on people’s ability/sincerity
- Excellent practical communication ability (verbal/written)
- Balanced individual capable of working closely with colleagues and customers alike
- Strong sales leadership built on a coaching mentality
- Networking expertise built on many years of experience
- Strategic market development mindset
- Strategic focus underpinned by creation of formal documents and process
Honours, Activities & Experiences
- Singapore resident for five years where secondary school was successfully completed.
- Visited and experienced the cultures of Indonesia, Thailand, Hong Kong, Vietnam, Taiwan, Malaysia, U.S.A and Great Britain.
- Member of Model United Nations, Taipei 1992.
Timeline
National Sales Manager - Hardware
Laminex
11.2023 - Current
National Key Account Manager
Laminex
05.2021 - 11.2023
Residential Segment Manager
Fletcher Insulation
09.2016 - 05.2021
Territory Manager
James Hardie Building Products
03.2011 - 09.2016
Owner/Sales Manager
Zirkus Marketing Pty Ltd
01.2003 - 03.2011
Marketing Executive (part time)
Pacific Brands Pty. Ltd.
07.2002 - 12.2002
Marketing Assistant
Riviana Foods Pty Ltd
10.2000 - 06.2002
Sales Support Officer
Telstra “On Air”
08.2000 - 09.2000
Product Manager
Coats Spencer Crafts Pty Ltd
03.1999 - 07.2000
Industrial Attachment Trainee
Dragoco Asia Pacific. Pte. Ltd.Singapore
06.1993 - 01.1995
Bachelor of Arts - undefined
Monash University
International Baccalaureate Diploma - undefined
United World College of South East Asia
G.C.S.E. ‘O’ levels - undefined
United World College of South East Asia
Bachelor of Economics -
Monash University